About the role: The mission of Global Sales & Services Operations (GSSO) is to improve seller productivity through high‑impact strategic work – transformative process design, territory planning, technology, learning and enablement, analytics and more. Gartner makes data‑driven decisions to sustain double‑digit growth and sales productivity is at the core of that success.
The Senior Director will play a critical role in shaping the best practices that sellers at Gartner use to maximize productivity. Reporting to the VP Sales Process and Programs, the Senior Director will use strong analytical, problem‑solving, and leadership skills to diagnose barriers and build solutions within GSSO and across the broader organization.
Responsibilities
- Use analytical problem‑solving to determine where to dive deeper into the details, using quantitative and qualitative data to isolate the root causes of performance barriers.
- Diagnose the barriers that limit effective execution of high‑impact seller activities by synthesizing Voice of the Client, frontline feedback, and performance metrics.
- Partner with analytics to identify which steps in the sales process most affect productivity and build recommendations grounded in core business economics.
- Design and own programs that apply structured problem‑solving, prioritization, and data‑based decision frameworks to keep initiatives focused on the highest‑impact issues across multiple workstreams.
- Collaborate closely with Sales leaders and business partners to understand Sales’ needs and inform strategies and programs.
- Champion a data‑driven approach across Sales, GSSO, and partner teams—influencing senior leaders to align on the true, evidence‑based challenges and adopt solutions that address root causes, not symptoms.
- Serve as an advocate for sellers and clients by identifying friction points validated through clear data signals and mobilizing cross‑functional partners to resolve them.
- Identify ‘bright spot executors’ in areas of high impact and understand what they do.
- Surface sales process innovation being driven in particular regions. Test the innovation’s ability to scale and, where appropriate, work to build these innovations into the sales process.
- Build solutions that address the barriers and enable all of sales to execute the ‘bright spot’ approach.
- Work with key partners—Sales, Sales Learning & Development, Services, Global Sales and Services Technology, Global Sales and Services Operations Analytics, Business and Technology Insights, and Product—to embed these best practices into standard workflow.
Qualifications
- 12+ years of business experience in Sales, Services, Strategy/Operations or Consulting.
- Problem Solving & Analytical Skills
- Exceptional analytical problem‑solving skills, with the ability to leverage multiple data sources (VoC, seller and service feedback, engagement/retention metrics) to identify root‑cause issues and inform strategic decisions.
- Experience with SQL, basic query writing and use of pre‑written templates.
- Strong Excel skills; proficient in various lookup types, functions, pivot tables, advanced filters and sort.
- Experience with advanced data manipulation and summarization skills using Python.
- PowerBI experience working with datasets for advanced analysis and on‑tap visualization.
- Ability to translate complex data into crisp insights and influence senior leaders to act on data‑backed findings.
- Ability to “see past the numbers,” adapt to change, and effectively explain concepts to audiences with varying levels of experience/understanding.
- Stakeholder Management & Influence
- Good level of influence at senior leadership level, including strong negotiation and communication skills.
- Ability to translate insights into compelling narratives that drive action among senior stakeholders.
- Collaboration & Cross‑Functional Partnership
- Strong collaborator who brings others together to resolve problems and clarify or interpret complex information.
- Project & Execution Skills
- Demonstrated abilities in project execution.
- Technical & Tools Proficiency
- Highly competent user of Excel, think‑cell, SQL, PowerBI, and PowerPoint.
Benefits
- Competitive salary and generous paid time off policy.
- Charity match program, Medical, Dental & Vision Plans, Parental Leave, Employee Assistance Program (EAP).
- 401(k) matching and more.
- Collaborative, team‑oriented culture that embraces diversity.
- Professional development and unlimited growth opportunities.
Equal Employment Opportunity Statement: The policy of Gartner is to provide equal employment opportunities to all applicants and employees without regard to race, color, creed, religion, sex, sexual orientation, gender identity, marital status, citizenship status, age, national origin, ancestry, disability, veteran status, or any other legally protected status and to seek to advance the principles of equal employment opportunity.
Gartner is committed to being an Equal Opportunity Employer and offers opportunities to all job seekers, including those with disabilities. If you are a qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation if you are unable or limited in your ability to use or access the Company’s career webpage. Please contact Human Resources for assistance.
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